Senior Sales Operations Manager

Position Overview
b.well is seeking a Senior Sales Operations Manager to serve as the operational backbone of our commercialization efforts. This is a highly cross‑functional, individual contributor role for someone who thrives on building infrastructure from the ground up—establishing strategy, defining benchmarks, and driving execution across the entire sales cycle. You will be the go‑to expert on sales operations and revenue systems, serving as the critical liaison between sales, marketing, and partner teams. This role requires someone who can design scalable CRM architecture, build multi‑touch attribution models, create automated workflows, troubleshoot tech stack integrations, and drive continuous process improvements—all while maintaining data integrity and providing leadership with accurate revenue forecasting. This role is open to fully remote work.

What Youll Do:
CRM Architecture & System Design

Design and maintain a scalable HubSpot data model (properties, associations, custom objects, and record types) that prevents "data debt"

Build and optimize Sales Hub (Professional or Enterprise) configurations, including advanced sequences and programmable automation

Audit current sales funnel to identify friction points and automate manual tasks to increase "selling time"

Manage deal stage pipeline to provide leadership with 90% accurate revenue projections

Design lead scoring and routing logic (territories, round‑robin) to ensure no lead goes cold

Integration & Tech Stack Management

Connect HubSpot with the rest of the tech stack (e.g., ZoomInfo, Slack, PandaDoc, or ERP systems) via native integrations or tools like Zapier/Make

Ensure marketing resources and automation tools integrate seamlessly into sales CRM

Maintain data integrity across systems, ensuring customers/prospects are not "touched" by marketing, partner, and sales in ways that conflict

Revenue Analytics & Reporting

Build multi‑touch attribution models and custom report builder dashboards to track pipeline velocity, LTV, and CAC

Track lead conversion rates and funnel analytics across all channels

Track deals sourced by specific partners with proper attribution

Build and maintain dashboards that show leadership exactly which channels are the most profitable

Define SLAs and performance benchmarks across the end‑to‑end sales cycle and present recommendations to senior leadership

Cross‑Functional Collaboration & Process Design

Work with Marketing to define what a "qualified" lead looks like and build the logic in the CRM to ensure leads from webinars or ads go to the right rep instantly

Create unified workflows so that all leads (whether partner or marketing sourced) follow the same rigorous path

Collaborate across the commercialization team to ensure process alignment and operational excellence

Build the playbooks, snippets, and templates that ensure the sales team actually uses the tools provided

What You Bring:
Required Qualifications

5+ years of Sales Operations or Revenue Operations experience, with a demonstrated track record of successfully scaling commercialization operations within a growing business

Proven ability to proactively build operational infrastructure—establishing strategy, defining benchmarks, and driving execution—not simply maintaining existing systems

HubSpot Power User with mastery of Sales Hub (Professional or Enterprise), including:

Custom objects and advanced sequences

Programmable automation

CRM architecture and scalable data modeling

Integration management with third‑party tools

Strong analytical and problem‑solving skills with ability to:

Translate data into actionable insights and recommendations

Build multi‑touch attribution models

Create custom dashboards and revenue reporting

Identify and resolve process friction points

Proven experience as a cross‑functional liaison with ability to:

Build relationships across the organization

Bridge communication between sales, marketing, and partner teams

Manage competing priorities across multiple departments

Ensure alignment on data integrity and process design

Self‑starter mentality with:

High accountability and sense of urgency

Ability to work independently in a fast‑paced, dynamic startup environment

Comfort with ambiguity and rapid change

Excellent communication skills (written and verbal) with strong interpersonal skills

Preferred Qualifications

Experience in healthcare or the digital health industry

Experience defining and implementing SLAs and performance benchmarks

Background in sales enablement and building tools that drive adoption

Experience with lead management systems and territory design

Familiarity with revenue forecasting methodologies

Some Key Details

This position will report to the SVP of Sales but will collaborate across the commercialization team

This position requires a background check and adherence to b.wells Code of Conduct and applicable policies

The target salary range for this position is $135,000 - $155,000 and is part of a competitive total rewards package including stock options, benefits, and incentive pay for eligible roles. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay.

Data shows that women, people of color, and other underrepresented groups may be less likely to apply for jobs unless they believe they are a perfect match. But b.well holds diversity amongst its key values, and we have a strong commitment to building our workforce and products through that lens.

You dont have to check every box in this job description to be a great fit for the role! If youre excited about this position and the prospect of working for b.well, please apply. If it turns out this role isnt for you, there may be other openings that could align with your experience and expertise!

We are committed to an inclusive and diverse b.well. We are an equal opportunity employer. We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran, genetic information, marital status or any other legally protected status.

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